Search by Job Title

Regional Account Manager - Mid-Atlantic (JOB #282)Tripwire

THIS JOB HAS EXPIRED

Responsibilities
The Regional Account Manager will be responsible for driving strategic sales initiatives within the territory they are assigned. This includes developing and executing on a sales strategy as well as identifying, qualifying, and capturing new business in support of Tripwire?s commercial business objectives. Candidates must be located in the DC/Northern VA, Baltimore, or Richmond area(s).
Achieve Revenue targets on a quarterly and annual basis
Work collaboratively with internal and channel partners to present compelling solutions to customer business issues
Manage client relationships at the ?C? suite level
Maximize sales into assigned territory, working with Inside Sales Representative when appropriate.
Insure a high level of customer satisfaction
Forecast the business accurately
Develop strategic account plans on deals $100k or larger
Maintain the integrity of Salesforce.com
Be a trusted resource and counsel to HQs marketing and R & D providing important customer input
Proactively and aggressively prospect for new-name business in the Global 2000
Act as mentor to Inside Sales Representative and work side-by-side pre-sales technical support
Regular face-to-face appointments a week with customers and prospects.
Proactively creating and developing a plan to close large transactions of $500k or greater
A significant amount of travel is required
Exclusions:
Account Executives do not have final authority to negotiate pricing, terms and conditions of agreements or purchase orders; all agreements are finally approved when negotiated and accepted by Tripwire, Inc. corporate offices in Portland, Oregon, USA.
Requirements
College degree required. Masters in Business ideal.
10+ year?s sales experience in the enterprise software industry.
Demonstrated success in account management and in managing client relationships effectively at the ?C?- level. IT Security Executives preferred.
Easily demonstrably track record of overachievement
Technically proficient with a strong curiosity in the high tech industry.
Excellent presentation/communication/influencing/negotiating skills, both written and verbal.
Demonstrated expertise in high level strategic account planning.
Thorough knowledge of regional customer base.
Strong interpersonal skills and ability to excel in a team oriented atmosphere.
Demonstrable utilization of Strategic and Solution selling methodologies and processes.
Expertise with use of Salesforce.com